This document outlines the resume of Charles Neal Johnson, an experienced management professional with over 25 years of experience in sales, marketing, account management, and business development roles in the automotive finance industry. Johnson has a proven track record of increasing sales volumes, market shares, and profitability across multiple employeres including Wells Fargo Dealer Services, Budco Financial Services, Dealers Resources Inc., and Ford Motor Credit Company. The resume highlights his accomplishments, areas of expertise, and education.

1. CHARLES NEAL JOHNSON
50685 Calvert Isle Dr., Novi, MI 48374
T: 248.756.4173 / cjohnsonnybl@yahoo.com
_______________________________________________________________________________________________________________________________________
EXPERIENCED MANAGEMENT PROFESSIONAL
Sales & Marketing / New Business Development / Account Manager
Successful, profit-driven management professional qualified by 25 years of proven achievements in account management and
supervision. Strong team player with an extraordinary track record in sales productivity, profitability, customer relationship
management and account penetration.
AREAS OF EXPERTISE
Account Development & Retention Training & Development
Strategic Marketing & Sales Consulting & Relationship Building
Productivity Improvement Customer Problem Resolution
PROFESSIONAL EXPERIENCE
Wells Fargo Dealer Services, Southfield, MI 2013 - 2016
Assistant Vice-President, Business Development Manager
Responsible for directing sales activity and leading a team of Business Development Representatives (BDRs) to ensure the growth and
development of new and existing auto dealer relationships (franchise and independent) in the state of Michigan.
 Increased volume from $19.2M in October 2013 to currently over $30M monthly
 Increased market share from 6.2% in November 2013 to 8.7% in July 2016
 Created and managed the implementation of successful growth strategies
 Continually analyzed and evaluated competitors’ programs to enhance strategies
 Strengthened partnerships by building strong relationships with key dealership personnel
 Analyzed and evaluated the achievement of planned goals and provided necessary feedback to ensure goals were met
 Balanced workload and implemented best practices to ensure proper staffing
 Trained all new Business Development Representatives
Budco Financial Services, Highland Park, MI. 2011-2013
National Program Manager
Responsible for the development, marketing and growth of the Budco Financial Service Installment Payment Plan (IPP). Collaborated
with clients at Ford Motor Company, field personnel and dealerships across the United States and Canada to increase the utilization
of IPP (interest-free financing of vehicle service contracts).
 Increased annual contract volume 38% between January 2011 and August 2013
 Successfully won the Volkswagen contract; representing an additional 36% increase in annual contract volume
 Created several program enhancements; making it easier to use and more profitable
 Created and conducted training for dealership and field personnel
Dealers Resources, Inc., Northville, MI. 2000-2010
Account Manager
Managed existing relationships ($800K in annual revenue) and identified new prospects to provide auto dealerships an array of
finance & insurance products, training, consulting and marketing services targeting all aspects of their business.
 Acquired 26 new dealerships in assigned territory; representing $500K in annual revenue for the company (3
rd
among 15
account representatives)
 Cross sold existing dealerships on 36 new products; representing an additional $200K in annual revenue for the company
(2
nd
in the company)
 Conducted ongoing training programs designed to increase production and profitability for the dealerships and Dealers
Resources; generating an additional $58K annually in training fees by maintaining an 87% penetration rate
 Created custom proposals and presented to owners or designated decision makers
 Created marketing plans, contests and incentives to increase sales of aftermarket products and programs

2. CHARLES NEAL JOHNSON
50685 Calvert Isle Dr., Novi, MI 48374
T: 248.756.4173 / cjohnsonnybl@yahoo.com
_______________________________________________________________________________________________________________________________________
Ford Motor Credit Company, Long Beach, CA. 1991-2000
Dealer Account Manager
Managed $65M in automotive wholesale floor plan, mortgages and revolving lines of credit. Responsible for conducting dealership
financial analysis and provided recommendations to approve or deny automotive loan requests. Developed and maintained positive
relationships with 42 dealers.
 Increased branch receivables from $704M to $809M (2
nd
largest increase in the Western Region)
 Acquired $7.4M in loans (floor plan, mortgage and lines of credit)
 Recovered $1.3M in potential losses by conducting on-site daily financial analysis/auditing for an out of trust dealership
 Increased Ford Service Contract production 27%; representing an additional $1.1M in annual profit by implementing a
Service Drive Extended Service Contract Sales Program and providing additional training to the Finance & Insurance (F&I)
Managers
Dealer Services Supervisor
Supervised the credit and wholesale departments while establishing and adjusting purchase policy based on daily loss ratios for each
dealership. Analyzed $1.8 million in customer and business loan requests daily.
 Increased purchased contract volume from 2,000 to 2,500 contracts per month ($9M in additional accounts receivables)
through Credit Analyst training, relationship building with dealership personnel and working jointly with Dealer Account
Managers on contests and incentives
 Conducted 8-10 wholesale audits monthly which represented a savings of $50,000
Customer Service Supervisor
Managed and supervised day-to-day activities of 30 employees in the customer service and lease termination departments.
 Reduced branch delinquency from 3.69% to 2.86%, saving the company $1.2M in collection expenses and potential charge-
offs
 Increased Department Employee Satisfaction Index from 77% to 85%
 Increased Customer Satisfaction Index from 80% to 93% (2
nd
in Western Region)
 Saved $100K weekly in depreciation cost by achieving an 85% daily termination rate
EDUCATION
Bachelor of Science, Business Administration, California State University – Fullerton
ACCREDITATIONS
Certified Automobile Finance & Insurance Professional (AFIP)
COMMUNITY ACTIVITIES
Baseball Coach, Novi
Former President, Novi Youth Baseball League
Former Divisional Director, Novi Youth Baseball League
REFERENCES
Available on request